The Study of Competency Model Development for Sales Force among the Corrugated Container Industry —On The Cases of Cheng-Long Co., LTD.

• Main Authors: Cheng-Mao Lin, 林正茂
• Other Authors: Shang-Ping Lin
• Format: Others
• Language: zh-TW
• Published: 2003
• Online Access: http://ndltd.ncl.edu.tw/handle/56836271704834748360

碩士 === 國立雲林科技大學 === 企業管理系碩士班 === 91 === There is various elements that would influence the performance of salesperson., ex. product quality, delivery date, the price＆ service quality of sales person. Of the business there is the strategy of the company that responds to that of its competitors. Among the numerous causes the most significant is the characteristics of the personnel. To understand what kind of the competency model that would measure up good salesperson deserves our further study. The essay is based on the case study of container box department of Cheng-Long Co., LTD., which is a corrugated container industry. With the prior deduction of the related research documents about salesperson competency and through the interview with the sales department heads, we know how the target company reflects to the environmental change and what measures it had taken to lead the sales department to focus its essentials. After the deep dialogue with those sales-supervisors/senior-representatives at each manufacturing site, conducting the comparison and the analysis of the according change in the importance of their future job duties, the salesperson competency model is then developed for the company as following: I.Interpersonal competency: 1. Communication 2. Interpersonal relationship 3. Customer relationship. II.Professional competency: 1. Knowledge of the products 2. Skill of Sales III.Management competency: 1. Planning 2. Priority and Time management 3. Problem analyzing and solving. IV.Attitude competency: 1. Accomplishment Orientation 2. Active and Positive morale 3. Self Confidence.